The Desert of Arizona
Rain 65 Degrees – 6:24 a.m.
If you can manage to train yourself to look beyond the first sale with a client, forward to the second, or third or eighth, who in their right mind would EVER do something to make a client buy what he does not really want to buy?
Only the most short-sighted (and not so smart) individuals would do that.
The media platform is not about finding people to sell to.
The media platform is about finding people who already want what you have.
So as crazy as it sounds, “getting the sale” is a goal best left to the folks who can’t think of a better way to do things.
People don’t like to be sold, they like to buy, as Jeffrey Gitomer always says. So why not figure out a way to give people what they want? It makes the journey much easier.
This doesn’t mean sales don’t happen. It means the primary driving force behind the sale is the desire of the buyer to buy – NOT the desire of the salesperson to have sold. No one cares about what you want.
This preserves and builds a relationship through the entire transaction instead of eroding it.
Just like the media platform GROWS clients, so too do we continue to grow them…into the second sale, the fifth sale and beyond. So that means we don’t play the two face game where we act one way BEFORE the sale and another way AFTER the sale. That’s a dumb move.
The simple rule is you do what’s best for them…always. That doesn’t mean you yield to their wants and desires, it means you stand, unwavering, in your honest opinion about what should happen next.
To do this, you need clarity. You need to know what you do, what your clients get because of that, and who belongs working with you.
Sometimes, getting that clarity is easy. Sometimes it takes a fair amount of thinking.
When I have an Incomparable Expert Transformation client, the answers are sometimes right there, plain as day. Other times, you have to dig. But whether the work takes 12 minutes or 4 weeks hardly matters. It’s gold we’re pursuing here. Clarity is gold.
Because with that clarity, you can build a system that attracts, sifts and sorts based on that clear signal.
Then…instead of managing individual people and sales opportunities, you manage the system that deals with those things.